Account Executive (Hunter) Federal & Government

Controlcase; United States; Remote; USD 60,000 - 100,000; Full time

Job summary

An innovative firm is seeking a highly motivated Account Executive to join their remote sales team. In this role, you will be the primary liaison between the company and its federal clients, guiding them through their IT Security Compliance journey. Ideal candidates will possess a strong background in IT Compliance and Cybersecurity, along with a hunter mentality to drive sales success. You will develop outbound strategies, nurture client relationships, and present tailored solutions to meet their needs. This is a fantastic opportunity to make a significant impact in a dynamic and collaborative environment.

Qualifications

• 3-7 years of experience in outbound hunting sales.
• Strong background in IT Compliance and Cybersecurity.
• Experience with federal compliance requirements is a must.

Responsibilities

• Developing and maintaining relationships with clients at executive levels.
• Attaining annual quota for defined set of clients.
• Conducting proactive outreach to customers regularly.

Skills

IT Compliance

Cybersecurity

Outbound Sales

Customer Relationship Management

Consultative Selling

Communication Skills

Education

Bachelor's Degree

Tools

Salesforce

Salesloft

ZoomInfo

Job description

Job Description

This position requires a highly motivated team player with excellent interpersonal skills. You will be the face of ControlCase to our prospects and be their voice within ControlCase. This position is remote and sits within our sales team. As an Account Executive - Federal, you are the primary sales and relationship liaison between ControlCase and our customers. You will provide direction to our prospects and customers regarding their IT Security Compliance roadmap and professional services needs. Having a hunter mentality is essential, as there are many moving parts on a day-to-day basis. You will be tasked with developing an outbound sales strategy and becoming a trusted advisor to our prospects and customers. You may receive marketing-generated leads, but these should not be relied upon solely for your success.

A strong background in IT is required, with a background in IT Compliance and Cybersecurity highly desired. Previous experience with federal compliance requirements such as FedRAMP, StateRAMP, CMMC, NIST 800-171/54, and Mars-E is a must. Experience working collaboratively with the channel and MSPs is highly desirable.

Responsibilities include:

• Attaining the annual quota for your defined set of clients and/or territory.
• Developing and maintaining relationships with clients at executive and departmental levels.
• Setting short-term and long-term goals for each account.
• Presenting project, service, and product quotes and proposals to clients.
• Adopting a consultative approach to customer relationships.
• Focusing on upsell and expansion opportunities, with a defined upsell quota.
• Conducting proactive outreach to customers regularly.
• Delivering Strategic Business Reviews internally, to clients, and partners multiple times a year.
• Monitoring customer health using internal dashboards and working proactively to reduce churn and retain at-risk clients.
• Maintaining sales forecasts, key contacts, account notes, and documentation in Salesforce.
• Monitoring accounts receivable status and assisting with delinquencies as needed.

Requirements include:

We seek individuals with experience leading complex sales processes and building relationships with diverse teams. Ideal candidates are intellectually curious, entrepreneurial, thrive amid change, and are committed to collective success.

• 3-7 years of experience in outbound hunting sales and quota-carrying account management.
• Federal sales experience with compliance audit frameworks and cybersecurity.
• Understanding of technology, including network postures.
• Ability to navigate demanding customers and situations.
• Willingness to travel to client, partner, and conference sites.
• Strong written and verbal communication skills.
• Excellent customer service and organizational skills.
• A customer-first approach.
• Proactive problem-solving skills and receptiveness to feedback.
• Exceptional work ethic.
• Experience with Salesforce, Salesloft, and ZoomInfo is a plus.
• 4-year bachelor's degree from an accredited institution.